“We have to start understanding what those top performers are doing, documenting it, and scaling it across the rest of the sales team. And that's our job as leaders – to help the sales teams become more successful, not just churn them out and hire another load expecting them to achieve.”

“While the SaaS industry once thrived in a period of easy capital and bullish growth, it's now entering a phase of introspection, optimization, and innovation, adapting to the changing economic and technological landscape.”